Mike Weinberg Books

Let’s start with some truth-telling. The majority of sales problems have very little to do with the economy, the competition, or even the product. They come down to poor discipline, lack of focus, and neglect of new business fundamentals. When I consult with companies, I see the same pattern repeate...

From New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

If there’s one concept I hammer home in this book, it’s that attitude drives performance. A salesperson’s results mirror their mindset long before they reflect their technique. The new sales driver—the true professional—is built on self-accountability, optimism, and a deep belief that new business g...

From New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

The first step toward fixing the sales management mess is admitting that there is one. Over and over, I’ve walked into organizations that mistake activity for achievement. Managers are buried in CRM data, internal meetings, and status updates, but the front line is starved for leadership. Team membe...

From Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team

Let’s be entirely clear about what a sales manager’s role truly is—and what it is not. The most successful sales managers don’t act like glorified administrators or super-reps. They are leaders who build and guide teams that produce results. Their job revolves around four imperatives: selecting the ...

From Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team